Strategic Sales Director - Technology / Hi-Tech

San Diego, CA, United States

The Strategic Sales Director High-Tech acquires new business of high complexity and expands existing customer relationships into new countries within the Americas Region with strategically important medium and large customers. Will also represent the entire range of BU products. We are looking for a candidate with a High-Tech Logistics background.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Expand relationships with strategically important medium and large customers from our global and regional customer base, creating new opportunities which will impact other country within the Americas region, wherein the customer regional HQ is based in USA

Develop new business opportunities that would have direct effect for Hellmann countries within Americas (including customers that are HQ in key countries and opportunities would involve cross country selling)

Handle large opportunities (at country level) in smaller countries where country management may require additional sales expertise to gain the opportunity

Prospect new accounts within the region via lead generation, telemarketing, direct mail, personal solicitation etc.

Apply the methods of Hellmann Sales Process: Single Sales Principle: Proactively identifies, clarifies, and validates customer compelling needs, delivers credible solutions, offer perceived value

Deliver personal sales plan in CRM and Corporate Planner on time and against budget (monthly) as agreed with the leadership

Maintains effective customer records as prescribed within our CRM system

Prepares customer quotations, presents proposals, and closes business

Establish Service Level Agreements and Standard Operating Procedures with the assigned customers

Proactively leads a joint customer planning process that develops mutual performance objectives, financial target and critical milestones (KPIs) for a 1–3-year period

Support in new customers’ implementation by directing company implementation resources and by managing customers’ expectations

Collaborates with all internal and external stakeholders to ensure profitable business and achieve targets

Creates new sales leads within the Hellmann network and follows up on generated leads

Provides continuous process improvement feedback to internal stakeholders

Works closely with the Opportunity Management Team (OMT) on RFQ’s of their customers

Owns the customer complaint process and ensures successful implementation of solutions including lessons learned

Acts within our Hellmann business code of conduct

Achieves assigned sales goals in assigned key accounts (GP, Volume Target as assigned)

Meets assigned expectations for growth and profitability of their customers

Completes customers plans that meet company standards

Guides the Opportunity Management Team (OMT) to deliver customer RFQ’s responses based on their customers compelling needs

Live and deliver the Hellmann brand promise by building and maintaining lasting relationships with customers

Achieves a defined level of qualification within our sales development program

Perform other duties as assigned

SUPERVISORY RESPONSIBILITIES There are no supervisory responsibilities related to this role.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION AND EXPERIENCE

Bachelor’s Degree in Business Management, Logistics/Supply Chain, or related field or equivalent combination of education and work experience will be considered in lieu of educational requirement

Minimum 5 year of working experience in a similar role in High-Tech

Relevant work experience in a customer facing role, prior track record of achievement significant accountability

KNOWLEDGE, SKILLS & ATTRIBUTES Background in High-Tech Logistics/ Operations/ Supply Chain/ Freight Forwarding

Experience & knowledge in High-Tech products

Understands customer supply chains and networks

Has comprehensive understanding of freight forwarding and logistics processes

Has thorough knowledge of Hellmann products and services offering and is able to articulate them professionally

Has in-depth understanding of markets, industries, and competitors (including methods on how to do market research) and is able to identify best practice in our industry

Has clear understanding of all elements of the strategic sales process

PHYSICAL DEMANDS

Frequently required to stand, and walk

Regularly required to sit for extended periods

Regularly uses arms to reach, hands and fingers for computer and phone use

Speaking clearly and listening for heavy phone contact

Requires close-up and computer screen distance vision ability

Requires frequent overnight travel – up to 50%

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

WORK ENVIRONMENT

The work environment characteristics are similar of those of an office setting with various office equipment.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status.

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